Ask your contact who, in particular has the potential to kill the deal.
The Corp can be won over if you have enough information about them, each persons role, the decision making process and who the actual decision makers are. The best way to get this information is to ask. Take every opportunity to get information including the first call, at the meeting, even in the waiting room when you have the receptionist at hand. You can even seek information from the books and magazines on the table of the waiting room.
Take every opportunity to get as many people on side with what you have. A great way is to ask for a copy of the Corp's approved Vendors. You should endeavour to get on this list at all costs. Try to meet the person who is in control of the program. They can be a valuable asset when you need back up to get your product approved. It can be here that you will find out how to slant your proposals to influence the decision makers.
TIP: Know when the Corp sets its budget
Every Corp develops an annual budget. At times this can take up to 3 months to complete. Each budget generally has five stages. If you offer your product after a budget has been mad, you are likely to have to wait for up to a year before they will look at it if funds haven't been allocated for that particular project. Or, if funds have been allocated they may not be released for up to a year until the funding is made available.
By asking you will know the best time to make offers for what it is you have. If it is not appropriate at this time, reschedule for the right time and concentrate on another Corp that maybe available for what you have now.
A rough rule of thumb for budget time is when the Corp has it fiscal year end. The budget season begins about three months earlier. This is the time you should be pushing what you have to sell.
TIP: The Corp conducts research and collates data to make a valued decision.
Prepare for it well so you can provide all they need. Make their job easier. If you can assist by doing some of their legwork, do it, it will increase your chances of getting your product recommended to the decision makers.
Here is a flow chart of the selection process required for success:
Mail Introduction - short letter to set up a phone call
Wait no more than 3 days to call
Phone call #1 - Gather information and make an appointment - edit list - If no appointment is made then wait no more than 3 days to send mail
Mailing Information - Examples and testimonials
Wait no more than 3 days to call back
Phone call #2 - Try again to set an appointment - Edit list - If no appointment is made then wait no more than 3 days to send mail again
Mailing Creatively - Obligate
2 weeks later - call and push for an appointment
Phone Call #3 - Push for an appointment - Edit list - If no appointment is made then
start the follow up
Follow up - Email list - Mailing - Phone calls
About the author
Dan Cavalli is an entrepreneur, an expert on small-business success and teaches essential marketing tactics and sales techniques to increase sales. Get your copy of Dan's free subscription for Business and Personal Development Tips at or for your free 5 day mini-course on “How to get more sales in 5 days or less” go to
Dan Cavalli spends most of his time with family and writes articles on subjects about business and personal development. His articles make it easy for businesses and people to be the best they can be now
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